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Roles played by relational trust in strategic alliances

Listed author(s):
  • Ariño, Africa


    (IESE Business School)

  • de la Torre, Jose

    (The Anderson School at UCLA)

  • Ring, Peter S.

    (Loyola Marymount University)

Registered author(s):

    In this paper we develop the concept of relational quality as a proxy for relational trust. Exploration of data from 67 alliances confirms that relational quality is composed of three elements: initial conditions, partner interactions, and external events. We offer propositions on the relative importance of each of these elements depending on the different roles relational trust may play in strategic alliances: the role of a control mechanism, of a governance mechanism, or as an enabler of high risk initiatives

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    Paper provided by IESE Business School in its series IESE Research Papers with number D/432.

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    Length: 21 pages
    Date of creation: 01 Mar 2001
    Handle: RePEc:ebg:iesewp:d-0432
    Contact details of provider: Postal:
    IESE Business School, Av Pearson 21, 08034 Barcelona, SPAIN

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    1. Ariño, Africa & Doz, Yves, 2000. "Rescuing troubled alliances... before it's too late," European Management Journal, Elsevier, vol. 18(2), pages 173-182, April.
    2. Peter Smith Ring, 1997. "Transacting in the State of Union: A Case Study of Exchange Governed by Convergent Interests," Journal of Management Studies, Wiley Blackwell, vol. 34(1), pages 1-25, 01.
    3. Nooteboom, B. & Berger, H. & Noorderhaven, N.G., 1997. "Effects of trust and governance on relational risk," Other publications TiSEM 8e83932e-064c-40e8-afe7-4, Tilburg University, School of Economics and Management.
    4. Anoop Madhok, 1995. "Revisiting Multinational firm's Tolerance for Joint Ventures: A Trust-Based approach," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 26(1), pages 117-137, March.
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